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How to Rock the Follow Up

Published: March 16, 2010

Jean Aw
NOTCOT

Summary

The people we meet can have such a positive effect on our businesses—whether they're potential clients, collaborators or friends. That's why
The people we meet can have such a positive effect on our businesses—whether they're potential clients, collaborators or friends. That's why it's important to keep meeting new people! But meeting people and connecting with them is only part of the equation. Do you have a stack of business cards piling up from people you've been meaning to follow up with but just haven't? I have found myself in that situation … a lot. This photo is an actual assortment of business cards I've collected. That's why I decided to really think about how I follow up with people—what I like, what I wish I did better—and how the people who get my attention with amazing follow up do what they do so well. For me, it really came down to four simple ideas.
 
  1. Take notes. If you're taking someone's card to drop them a line when your new product is available, jot that on the card. If you're taking someone's card to set up a lunch to hear more about their awesome company,  jot that on the card. You don't have to do it right in front of the person, if you find that awkward. But remember that time can get away from you and business may have you running around so crazy that you don't pull out this card until months later when you might not remember exactly what you intended to do.
  2. Use social networking. Connecting with the person right away via Facebook, LinkedIn or Twitter takes no time and it ensures that you'll be on each other's radar. It's also a good way to open a dialog if you're not entirely sure of exactly what level of contact the other person is interested in. Make sure to do this in a personal way—so send a personalized message with your friend/connection request or in your tweet/direct message. It's best to make your first contact quickly to get the relationship moving … so take an easy step.
  3. Timing isn't everything. People in certain professions seem to be better at follow up than others. (PR and sales people, for instance, are on top of it!) There don't seem to be any hard and fast rules about how long you should wait to contact people or how long is too long. If you feel you've waited too long, think of a way you can help the person you're contacting—even if it's as simple as sharing the link of a good article. What's important is that you show the person you remember them and that you are genuinely interested in connecting. Unless you promised to contact them about something time-sensitive (or they're super-sensitive), people will understand if it took you a little longer to contact them. Similarly, if they take a long time to get back to you, don't get offended. If they're like me the whole “Inbox Zero” concept is a unicorn, and the messages keep piling one on top of the other.
  4. Keep it REAL. These are people you're connecting to, not just pieces of paper in your pocket. Have some fun making the personal connection, and all future contact will benefit. Try not to take cards unless you really want to connect with the person later. If you find a card and can't remember who the person is or why you wanted to talk to them, then don't. Sincere follow up is the only kind worth doing! 

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